Co-Invest – You can actually co-invest or co-sponsor your co-partner with committed salespeople or marketing resources. Co-investments between your company and the channel partner can be beneficial on several fronts: making experienced salespeople available to the partner, already familiar with the services and products offered, and allowing you to continue to maintain the partnership. Its organization may also decide to create incentives for partners and their representatives by agreeing to train new customers or to grant additional commissions over existing fees. Co-investments can be a fantastic tool to create new sales and create a true co-sales partnership that works. Khorana says both companies should clearly define the terms of sale and licensing structures from the outset. (See our contribution to partner contracts as starters) Several factors are advancing co-sales partnerships in the sector, says Shawn Ragell, head of chain partnerships and marketing at Close, a CRM for startups and small businesses. As part of a chain partnership, co-selling often includes a reseller who works with a supplier to sell a solution to a customer. In this model, the sales teams of both companies identify customers who take advantage of their joint offers and collaborate to close deals. Overall, co-selling on the computer channel simply makes sense – if you use research and best practices. Bringing together your products and services with other industry professionals is not only smart, it can be extremely beneficial and profitable for you, your partners and countless customers at all levels. By combining strengths, you can offer your customers more comprehensive and advanced services and solutions. Partnerships can broaden your horizons not only for potential customers, but also for potential offers.

Walking alone is not always the best way, and thanks to the rise of co-selling, the most innovative and fastest growing companies recognize this. If you would like to know more about co-selling Connectria with our partners or simply the types of partnerships we offer, please contact us here. We will take this opportunity to learn more about your business and how we can be better together through a partnership. The key to maintaining the right co-sales partnership is that your go-to-market strategy can dictate optimal coverage based on the uniqueness of the supplier`s offerings. Consider this: Don`t stop – Create a community of best practices for co-selling management. Take the opportunity to create communities for common business experiences, advice and strategies. Create a page only for invitations, so that all creditors and partners can come together and share best practices. This allows everyone to access “just in time” information that can be critical to tackling a customer problem or finding applicable successes from other partners and distributors.